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Technology & Innovation Transforming Pharmaceutical Sales Training Programs

CHAPEL HILL, N.C., Nov. 27, 2013 /PRNewswire/ -- Sales training programs are responsible for not only bringing new hires up-to-speed, but for keeping the remainder of the sales force informed as well. In today's challenging biopharmaceutical marketplace, industry and economic changes are driving an increased focus on providing advanced training and development for sales force managers and reps. In order to ensure success within their Sales Training programs, leaders must prepare for rapid shifts to emerging technologies, while also maximizing existing technology.

Recent research by benchmarking firm, Best Practices, LLC found that some companies are providing as much as 60% of training virtually. Although interviewed training leaders see potential in transitioning more learning from in-person to virtual classrooms, some organizations are holding off due to technical and cost challenges.     

The report, "Pharmaceutical Sales Training Excellence: Tools, Processes & Resources That Drive Effectiveness," identifies successful training venues, technologies, organizational structures, performance measurement processes, and resources that drive effectiveness in high-performing Sales Training organizations.

Key study topics include:

  • Sales Training Budget Trends & Management
  • Most Utilized Types Of Sales Training Included In Formal Curriculum
  • Collaboration Level Of Sales Training With Various Stakeholder Groups
  • Percentage of Training Content Developed And Delivered By Internal Staff Vs. Vendors
  • Technologies Used To Deliver Training
  • Percentage of Training Outsourced To Vendors
  • Key Industry Metrics

This benchmarking research drew participation from 28 Sales Training leaders representing 25 pharmaceutical organizations. Participants represent training on four continents, with 74 percent training sales forces in the United States.   

To access the full report, or to download a complimentary summary containing insights found in this report, click on the following link:

For more information on other recent primary research studies, contact us at 919.403.0251. For related research, visit our Best Practices, LLC website at

Best Practices, LLC is a leading benchmarking, consulting and advisory services firm serving biopharmaceutical and medical device companies worldwide. Best Practices, LLC's clients include all the top 10 and 48 of the top 50 global healthcare companies. The firm conducts primary research and consulting using its comprehensive proprietary benchmarking tools and analysis. The operational insights, findings and analysis form the basis for our Benchmarking Reports, databases and advisory services to support executives in commercial and R&D operations. Best Practices, LLC believes in the profound principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class companies.

SOURCE Best Practices, LLC
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